Sales Management for Small and Medium Enterprises
3 days|Delivered on request
Sales Management for Small and Medium Enterprises takes the discipline and works it through the constraints of this operating context, including key account management, pipeline management and the compliance obligations that come with it. The sector framing is necessary because service recovery is usually the moment that decides whether a customer stays, and generic training rarely survives contact with the local rules. Delegates leave able to work confidently with customer retention, service recovery and needs analysis in their own organisation.
What delegates leave able to do
- Take ownership of customer retention rather than escalating it, measured against consultative selling methodology
- Review service recovery and say plainly whether it is working
- Spot where needs analysis is failing before it becomes a finding
- Put telephone and contact centre skills on a footing they can defend to a reviewer
What the course covers
- Key account management
- Pipeline management
- Customer retention
- Service recovery
- Needs analysis
- Telephone and contact centre skills
- Upselling and cross selling
Who should attend
- sales managers
- sales representatives
- contact centre team leaders
- customer service managers
